Tactic 87 of 99
The Silence Probe
Ask, then wait. The second answer is the honest one.
What it is
The first answer is often automatic: “Fine.” “Nothing.” “It’s okay.” If you stay quiet and warm after the first answer, people often fill the gap with a truer one. The silence tells them you actually want to know.
Spot it
Someone asks you a question and leaves a long, warm silence, especially in a negotiation or interview. You feel an urge to keep talking.
Counter it
If you’ve said what you want to say, stop. “That’s it, really.” Smile. Let the silence sit. You don’t owe anyone a second answer.